From Looking Out...To Looking In!

With limited show time, an intensive seminar schedule, and items at the office that still
need your attention while you are in Las Vegas, here are some tips to help you make the
transition from being an exhibit professional in your exhibit, to being a prospect.

Attention Attendee – Don’t just show up. Plan your visit.

1.Define your objectives at Exhibitor 2006
a. Be specific- who do you need to see,want to see?
   i. New supplier, comparison show, find new products, discuss refurbishing issues, rental options?
b. Talk to technical experts about any problems or issues you are facing
c. See what’s new in the industry.
   i.New developments, trends, technology
d. Find a new source of supply
e. Compare competitive offerings- its so very time effective
f. Learn from others
   i.Get new ideas that you can incorporate rather than reinventing the wheel

2. Set an agenda
a. Create a "must see" list of exhibitors who are critical
   i.You only have 12 total show hours
b.Generate 2-3 key points of discussion for those you your list
c. Schedule appointments if you know that you may need more time for discussion the specialists in exhibit staff training and measurement

3.Map out your travel on the floor
a.Use the floorplan to organize your visit so as to make best use of your time
b. Plan between 5-15 minutes per exhibit
c. Beware of show fatigue and unplanned stops that eat into your time

4. Leave time for impulse stops
a. Avoid making your schedule so tight that you cannot make a few
unscheduled stops at exhibits that catch your eye.

5. Know what questions to ask
a.You need to control the communication so as to achieve your objectives
   i. This may be difficult with an aggressive exhibitor who does not spend the time to qualify you to determine your needs
b. Let the staffer know at the outset that you do have an agenda that you wish to address so that you maximize your time and their time
c. Take a notebook and write down answers to your questions. This helps assure you remember what was communicated ( It will be very hard to remember multiple messages from a number of exhibitors) By taking notes, you also communicate that your interest is more than casual. Before leaving the exhibit, review your notes to be certain you gathered the information you need to begin to move forward the dialogue after the show with the exhibitors.
d. Time is your competition. If the staffer cannot help you, ask for someone within the exhibit who can assist or ask for the name of someone back at the company with whom you can talk after the show.
e. If staff are clustering and talking among themselves as you enter the exhibit, do not hesitate to go over and interrupt and ask for assistance.

6.Questions to ask
a.What differentiates your product/service from the competition?
b.What is your competitive advantage?
c.How efficient is your product compared with XXX company?
d.What about lead time? After sales service? In-house training if needed and support for how long?
e.What type of quality program do you offer on your products?
f.Who are some of your customers/clients?
g. How much does your product/service cost?

7.Your plan
a. Let comfort be your guide.Wear comfortable shoes- tennis shoes or other rubber sole shoes that you might not wear in your exhibit.
b. Dress more casually than you might if staffing your exhibit

8. A few more tips
a. Ask exhibitors to send you any collateral you may need rather than carrying it. Exhibitor does provide great bags, but collateral is heavy and packing it all is worse.
b. Bring chapstick and water with you to the floor.
c.Take business cards from those exhibitors that may be of further interest and attach them to your notes.
d. If note taking does not work for you, use a hand held Dictaphone to record your mental notes before moving on to the next exhibitor.

9. Network
a. If you are attending for the first time or as the sole representative from your company, make friends with those sitting next to you in your seminar sessions. They are probably feeling as alone and uncomfortable as you are.
b. Attend networking functions so you can meet and talk with your peers. This time offers an excellent opportunity to learn by adapting what has worked for others.Networking can help you take home new insights and to reconfirm that the problems or issues you are facing internally are not unique to you or your company.
c. Because you most likely received little or no training or education before finding yourself an exhibit professional, Exhibitor 2006 allows you to compare notes with others and to validate why you have done and learning often through trial and error.
d.We can always learn from others.Machiavelli was quoted as having said, "We imitate those that are excellent". Find someone to emulate.
e. By discussing issues you are facing with your peers and industry experts, solutions become more visible and your results can improve.

Must See List
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